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Professional Selling: Step 2 - Prepare Like a High-Performer
  • Level Foundation
  • المدة
  • الطبع بواسطة Kennesaw State University
  • Offered by

عن

Foundational Skills and Knowledge Required of High Performing Salespeople. This course takes the mystery out of prospecting and establishing needs. Learners will gain a clear understanding of the prospecting process and the fundamental skills required to build lasting, long-term, trusting relationships with customers. Participants in Course Two will gain skills in understanding their product's value, identifying good prospects, maximizing the sales funnel, improving conversion ratios, creating a strategic prospecting plan, understanding the WIFM, creating an effective elevator speech, overcoming call reluctance, and so much more.

الوحدات

Quick Overview

    • 2 Videos
    • 4 Readings
    • 1 Discussion
Show info about module content

1 Discussions

  • Meet and Greet

2 Videos

  • Course Introduction
  • Meet Your Instructors - Philosophy of This Specialization

4 Readings

  • About the Assignments
  • About Peer Reviews
  • Discussion Forum Guidelines
  • Get help and meet other learners in this course. Join your discussion forums!

Why is Prospecting Important?

    • 7 Videos
    • 2 Assignment
Show info about module content

2 Assignment

  • Module 1 Practice Quiz
  • Module 1 Summative Quiz

7 Videos

  • Prospecting - Kennesaw State Example
  • Prospecting - Agriculture Example
  • Tips for Prospecting
  • Purpose of Prospecting
  • Prospecting - The Life Blood of the Sales Funnel
  • Your Product's Value
  • Traits of a Good Prospect

Prospecting Best Practices

    • 9 Videos
    • 2 Assignment
Show info about module content

2 Assignment

  • Module 2 Practice Quiz
  • Module 2 Summative Quiz

9 Videos

  • Conversion Ratios
  • Prospecting Challenges for New Salespersons
  • Strategic Prospecting Plan
  • Understanding the WIFM
  • The Elevator Speech
  • Overcoming Call Reluctance
  • Identifying Leads - Part 1
  • Identifying Leads - Part 2
  • Tracking the Conversion Ratio

Finding High-Quality Leads

    • 8 Videos
    • 1 Readings
    • 1 PeerReview
    • 2 Assignment
Show info about module content

2 Assignment

  • Module 3 Practice Quiz
  • Module 3 Summative Quiz

1 Peer Review

  • Qualifying Prospects Assignment

8 Videos

  • How to Qualify Prospects
  • Strategy for Gaining Referrals
  • Happy Customers = Referrals
  • The Prospecting Process - Part 1
  • The Prospecting Process - Part 2
  • Talking to Leads
  • Follow-Up and Consistency
  • Laugh Break

1 Readings

  • About Peer Reviews

Establishing the Needs

    • 6 Videos
    • 1 Readings
    • 1 PeerReview
    • 3 Assignment
Show info about module content

3 Assignment

  • Module 4 Practice Quiz
  • Module 4 Summative Quiz
  • Identifying Question Types

1 Peer Review

  • Turbo-Heat Conveyor Oven – Needs Development Assignment

6 Videos

  • Establishing Needs: Introduction and Overview
  • Problem Buyers Want to Solve
  • Fact-Finding Questions
  • Identifying the Problem
  • The Implications
  • Summary and Transition

1 Readings

  • About Peer Reviews

Auto Summary

This foundational course, "Professional Selling: Step 2 - Prepare Like a High-Performer," is perfect for those in Sales & Marketing looking to master prospecting and relationship-building. Taught by industry experts on Coursera, learners will enhance their skills in understanding product value, strategic prospecting, and overcoming call reluctance. Available through a Starter subscription, this course is designed to transform participants into high-performing salespeople by improving their conversion ratios and creating effective sales strategies. Ideal for beginners aiming to build lasting customer relationships.

Terry Loe
Instructors

Terry Loe

Scott Inks
Instructors

Scott Inks